Key purpose of the role
CISS is Redington's IT services business. It delivers deployment, implementation, professional and managed services across Cybersecurity, Software, IDCS (Integrated Data Centre Solutions), Server & Storage, Cisco and Networking. We sell these services through Redington's channel partners, alongside every product deal we distribute.
We are looking for a driven Business Development Manager to grow CISS services revenue in their region. The role builds a qualified services funnel, works with Redington's sales teams (ASMs) to turn product conversations into services opportunities, and takes those opportunities through to order and billing.
The ideal candidate has sold IT services or solutions in IT distribution, an OEM, a system integrator or the channel partner ecosystem. They understand that services are sold differently from boxes: by scope, outcome and delivery, not by price list.
Key responsibilities
Build the services funnel
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Identify and qualify services opportunities across Cybersecurity, Software, IDCS, Server & Storage, Cisco and Networking: deployment, implementation, migration, professional services, training and managed services, including SOC (security operations).
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Work with ASMs on their partner accounts to generate services leads from product deals, so that services are proposed with the hardware or software, not after it.
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Engage channel partners and system integrators to position Redington as their services delivery arm, and activate new partners for services.
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Turn OEM-generated and large-account leads into services opportunities.
Take opportunities to closure
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Qualify every lead on customer, need, timeline and size, and take it through to proposal, order and billing.
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Work with practice leads, presales and delivery teams to scope services, build the bill of quantities and statement of work, and prepare proposals and commercials.
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Run joint customer calls with partners and ASMs, and handle negotiation through to purchase order.
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Track every order in hand through delivery so that it converts into billing on time.
Enable the sales teams and partners
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Brief ASMs and partners on the CISS portfolio and how to pitch services, using the practice playbooks.
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Support partner enablement sessions, webinars and partner round tables in the region.
Run the business with discipline
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Keep the funnel accurate and current in RediCRM: every lead tagged with customer, branch, practice and stage.
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Publish weekly funnel and forecast updates. Track win/loss and record a reason for every loss.
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Monitor the market, competitor services offerings and partner needs to spot new opportunities.
How Success Is Measured
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Qualified services funnel built, and its conversion to orders
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Services revenue billed against target
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Partners activated for services, and leads generated with ASMs
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Services attach on product deals in the region
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Funnel hygiene and forecast accuracy in RediCRM
Preferred Candidate Profile
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Bachelor's degree in Engineering, Information Technology, Business Administration, Commerce or a related field. An MBA is an advantage.
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2–6 years of B2B sales or business development in the IT industry, with at least 2 years selling IT services or solutions.
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Experience in IT distribution, an OEM, a system integrator or a managed services provider is preferred.
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Exposure to one or more of these areas:
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Cybersecurity services (SOC, managed security, implementations)
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Data centre, server and storage deployment and migration(Dell, HPE, Lenovo & others)
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Networking services (Cisco, Juniper, HPE Aruba and others)
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Software, platform and AI services(IBM, Redhat, Oracle )
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Managed services and IT outsourcing
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Understanding of how services are scoped, priced and delivered: SOW, BOQ, time and material versus fixed price, and recurring revenue.
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Good grasp of the channel ecosystem and how to win partners' trust as a delivery partner.
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Strong communication, presentation, negotiation and relationship skills.
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Comfortable working across sales, presales, practice and delivery teams without direct authority over them.
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Target-driven, organised, and disciplined with CRM and reporting.
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Willing to travel for partner and customer meetings within the region.
